How This Economy Has Made Me a Better Salesperson

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The article below is an excerpt from an article I wrote for a trade publication in 2008.

Yes, that’s a long time ago, and my selling is 100% online now instead of off, but the information is still relevant in today’s economic situation.

Though I may not technically be in the one-on-one sales field anymore, I am still a business owner. This article reminded me that excellent customer service is more important than ever. Enjoy!

How This Economy Has Made Me a Better Salesperson

Consumers are pinched in the pocketbook in many ways. But as with all life’s events, there are lessons to pay attention to. As tough as it is, the economy has given me an education as a salesperson that no sales course or class could have. So here are some nuggets of gold for small business folks or anyone in the sales industry.

MORE INTUITIVE: I listen to my gut. If I haven’t heard from one of my customers in a few weeks, I call them or stop by. This applies to traditional business, small business, and direct sales. Customers slip away quickly these days, so staying on top of things is critical.

BOLDER: I find myself being a little more forward…a little more blunt. If a customer informs me they are “calling around” to get the best price on something, I tactfully remind them they need to give themselves more credit for what their time is worth. Time is money, too, and their time is much more important than a few pennies on a roll of tape. Then, I ask for the business and give them the best customer service possible.

MORE COMPASSIONATE: Tough times can make your bitter and resentful, or more compassionate and sympathetic. Everyone’s budget is stretched to the max. I get it-mine is too. So I let my customers know that I can relate by saying something like, “Hey, I know where you are coming from and I’ll work with you. I want doing business with our company to be a win/win. How can we make this work for you?”

MORE PROACTIVE: My Mom used to say, “you never know until you ask” Customers can’t buy from me if they don’t know I exist. I now don’t hesitate to pull on doors and call on customers that, in the past, I may not have considered. Or just plain been too chicken to call on. I ASK. Worse they can tell me is no….and many don’t!

MORE CREATIVE: It has made me “think outside of the box” and be more creative in getting my name out there. Though not my favorite (I’m a die-hard introvert) I attend trade shows, Chamber of Commerce functions, and volunteer in my community. I used to loathe networking functions. “Not my style” I would say and avoid them like the plague. Now, I understand the true power of business networking. You know me, I know you, and together we will do business with each other. It’s priceless. Out-of-sight-out-of-mind is the reality of these economic times. I am constantly trying to think of new ways to increase sales and pique customer’s interest. Uniqueness and creativity equals success these days.

IT’S MADE ME LOOK PAST THE END OF MY NOSE: It has made me look at my existing customers with new eyes. I no longer assume I have all their business, I check. I ask. I have many “A” accounts that have been with me for years and I assumed I had all of their business. By digging a little deeper, I find that is not true. I discover they are ordering certain products elsewhere because they didn’t know we carried them. I have discovered new people and departments within these “A” accounts that I didn’t know existed. And they didn’t know about me either.

It’s made me pay attention. It’s made me mindful to solidify the accounts I already have along with always seeking new ones.

GRATITUDE IS PRICELESS: It’s never too late to tell a customer you appreciate their business. Don’t assume they know it…TELL THEM. Start handwriting thank you notes for big purchases or reward your customers with “goodie packs” (little bags with free samples inside) with orders over a certain dollar amount. Saying Thank You doesn’t hurt or cost money and they go along way in securing customer loyalty.

As you read this, you may be thinking; “well, you should have been doing all those things all along.” Yup, you’re right, I should have. But I also think sometimes we get so caught up in our everyday scramble to keep up that when things do slow down, it’s almost is a blessing in disguise. It gives us a chance to breathe, reflect, and delve deeper into how we conduct business on a daily basis. It makes us take a hard look at our daily routines and processes.

Are you making your sales goals? Do you even have a personal daily sales goal? If you don’t, now would the perfect time to set one and shoot for it everyday. I promise it will make you work smarter, not harder.